Doug Brown
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Barry: [00:00:00] Welcome to the show, c e o of c e o, sales strategy. Doug c Brown. Welcome to the show. Doug. How are you today?
Doug: I'm awesome, Barry. Thanks for having me here. I'm very grateful. Yeah, yeah.
That's, that's
Barry: no problem. I, I love to interview people like you who are entrepreneurs and, living their entrepreneurial life. So, you know, really quick, how did you get your start in, business?
Doug: Well, I started at the age of three, um, believe it or not. Nice. My, my father had a company and I used to sweep floors.
for 25 cents a week, and about the age of five and a half to six, every one of my brothers went through this same process. I have three brothers. Um, we, we started talking to people out in the front counters and doing sales. Oh wow. Yeah. And it was, my dad died early so I didn't have a chance to ask him this, whether he, you know, hired us for low cost labor or he was trying to teach us something or a little both.
I don't really know. Yeah. But I, you know, my [00:01:00] grandparents, it was a family business with, was about 14 of us in the company and I remember them helping me and I remember, you know, cause I'm only almost six years old, right? Yeah. And I remember I was getting 50 cents an hour at that point to work there and, but we would have a part and we pay $3 for it, but we'd sell it for $6.
So, So some days I would sell 10 of those across the counter. So my little six year old brain went, okay, wait a minute. I just made $30 selling 10 parts and I only made 50 cents times eight. So I made $4 as a wage, but I sold, you know, $30 profit in parts, not including the labor and all the other stuff that we into.
Right. Gross profit. Yeah, exactly. Yeah. And so my, my brain went, Hmm, there's something here. I gotta figure it out, you know, because I wanna make more money. Yeah. So [00:02:00] that's how I started out. And you know, so I started doing side hustle businesses when I was little. And back then, you know, the only thing you could really do was a paper route, but I was too young to get a paper route.
Yeah. So my brothers got the paper route and I would take their paper route. We would do a split and then I would go find kids in the neighborhood who wanted to make some extra money so I would have them help deliver the papers for the paper route. And you know, and so I was starting to make more money that way and my brain just kind of caught, okay, if I can sell, I can leverage.
If I can leverage, I can get other people who want to actually work. So if I can create opportunities for them and I can create leverage for them, I can make money off their money. And that's kind of how it all started, was way back when. Um, and then I learned like, um, the blizzard of 78, my dad had an electric motor re machinery repair company and sometimes people would [00:03:00] leave equipment that they didn't want repaired cuz it just wasn't cost effective.
Yeah. But we would repair it and use it. So we had this huge snowblower. It was gigantic. you know, I don't know how many inches across it was, it was probably 42, 46 inches across. It was, you know, and I'm, you know, 19, when was I in 78? I was 15 years old. Mm-hmm. Yeah. 14. 14. Yeah. My buddy Steve and I, the, the blizzard of 78 in New England was, you know, like you could not walk out as a kid cuz you'd drop in the snow and you'd see the top of your head.
I mean, there was that much snow. Wow. That came so quickly. But the plows couldn't plow it out. But we had this industrial snowblower, so we, we snowblower out my driveway and I got this idea, huh, maybe I can go do this with the neighbors. And so it was like, it was a lot of work. So I was like, I'll charge what I considered premium pricing.
So my buddy Steve and I, we wa we walked around all [00:04:00] day and we made $450 snow blowing in a day. Oh wow. Between the two of us, you know, back when you're 14, back in 1978. That's a fair amount of money. That's a lot of money. Yeah. My, I, it's funny, my dad never asked for a piece of it cuz it was his snowblower, but, um, but so I learned if, you know, you go to somebody's driveway and you say, Hey, it's 50 bucks to, to get your driveway cleared out back there, which was a lot of money back then, um, for driveway clearing that if they had a big enough problem and they wanted to get out of the problem, they would pay for it.
So I learned, yeah. Some of the lessons in selling as a
Barry: child. Yeah. Dan Sullivan, who I follow, he says, if you have enough money, you don't have a problem. Right, right. And so that's a good saying. You know, my kids, it's so funny. And this is no, there's no, I, I live in Lexington, Kentucky and it does snow. I think people are surprised at that.
But it snows a few times a year and, and it doesn't snow near that much, but I watch my kids and they'll go out, both of them, you know, my son's 18, my daughter's 14, [00:05:00] but you know, throughout their childhood they watched me sell. I'm a sales guy just like you and I love it, but they'll, they'll go door to door.
And, and it's funny, a couple of years ago, my daughter would go out with my son and she, she's a little more reserved. she's outspoken when you know her, but she's not gonna walk up to you and talk to you. My son will talk to you. But she started going around my son and, and they were charging $20 a driveway, which ridiculous because it wasn't much snow, but people would just pay because they're like, ah, that's, and I think it's cuz they're kids too.
But my, my, my son would take, um, 60% of the money and give her 40 because he sold and he was like, I, I have more money because I'm selling and I'm doing with you. Right. And, um, so she split off. Started her own business. Cause she wanted a hundred percent. And when you're, when you're a, I think 12 year old girl at the time, she's 12 years old and you're really cute.
You're gonna, you, you, you [00:06:00] Oh yeah. You get more money. Oh, you get more people saying yes. And you can charge more. Yes. So, yeah, she made more than him as, as the, as the day went
Doug: well. And, and women generally are better sellers than men and, you know, sorry men, but, you know, that's fine.
Barry: Why do you say that?
What, what, what causes that?
Doug: They're, they're better listeners. Mm-hmm. And they're, they're, they're more empathetic. Yeah. Now as long as they don't let that empathy be too great. And they still have that, you know, that ego strength as well. Yeah. They generally will outsell men. Um, and you know, um, you know, I have two daughters as well and you know, I tell 'em all the time, you have gifts that are natural, like, you know, beauty and, and, and how you look and leverage that as well.
You know, I'm not talking about selling themselves in, you know, in compromising situations. I'm talking about you use the gifts that somebody gave you know you Yeah. So if you're a, if you're [00:07:00] somebody who has great charisma and, and you bond well with others, you use that strength. Yeah. You know, where, where other people can't.
So, um, it's, it's interesting that she split off though. I think it's funny, not funny. Haha, but funny, interesting because yeah, her brain went, okay, wait a minute. I'm giving 60% away. I can. Do this. Yeah. And now, now she's his competitor. So Yeah.
Barry: Same thing as you did earlier in life, right? You figured that out.
So you started out in your family business and then you, you know, and then we, I know your life up to 14, you know, and then what happened from there? So
Doug: my dad was really good at what he did. He was an expert of, I mean, I used to be sitting there Christmas time and the phone would ring and it'd be some plant down in, I don't know, Georgia or South Carolina or whatever.
I remember one time and they're like, yeah, we're down. We need you. And I'm like, thinking [00:08:00] heck's from Georgia. I call him my father on Christmas Day. Right? Yeah. But he, he was well known across the United States for being able to solve these problems. And these companies were losing hundreds of thousands of dollars, sometimes an hour.
Oh yeah. Bring him in and he'd, and he'd leave. Right. But the thing is, is he learned to build a business on his back. And so around 17, I was about 17. He had a heart attack. Oh wow. And he ended up in the hospital and couldn't work. So I ended up taking the business at 17. Um, cause my other brothers were older at that point and most of 'em were in the military.
Yeah. And, um, so. You know, I took the company and what I did is applied a lot of sales processes and, and you know, like I, I know you're a big process guy with, you know, e os and things like that. So we, we applied a much of that as well, and when he came back, his company had grown significantly. Um, so he, you know, he was asking me, you know, what, what'd you do?
I told him and he [00:09:00] is like, well just keep doing it. Right. That type of thing. Yeah. So it took the pressure off him. So, but around 19, I got the military calling myself not being drafted, but all of us were. Yeah. What branch? I went into the Army. All right.
Barry: Yeah, I was in the Marines, so yeah. Oh, nice. Thanks for your service.
Doug: Same to you. Yeah, I mean, it was, it was kind of like, you know, my dad was in the Navy, my brother was, my other brother was in the Air Force. My other brother was in the army. My grandfather was in the Army. Like, it just kind of, he just did that. Yeah. That's great. Um, so when I went in there, my dad actually decided to, to get rid of the business after.
I went in and when I came out, it was like, okay, now what am I gonna do with my life? Right? Mm-hmm. Um, well, you gotta get an education. That was kind of the message back then, right? Yeah. Um, I'm not so convinced it's a bad idea today. It's just the cost of education today compared to, to then it wast cheap then, but it, today, it's insane.
Barry: It's dependent on what kind of plan you have and who's paying for that plan. That's true, [00:10:00] that's true. Yeah. But if you're, if it's a hundred, if you're paying a hundred thousand dollars, I do this math quite a bit, but if you're paying a hundred thousand dollars, to get an education to go in and get a job or whatever, if, and I, I think about if you took that a hundred thousand dollars and put it in a, in just the, you know, a target index fund and over 40 years, Right, and anybody can do this.
You're going to get a mathematical calculator, put it in over 40 years and see what that turns out to. And the math says this, if you had a, if you had a hundred thousand dollars to, to put, and that's all you did, then you would be a multimillionaire in 40 years. And it's like, well, why work in that timeframe?
Because you're gonna end up on the same thing. You say, well, I don't have a hundred thousand dollars. Well, I'll bet you if you went to work right outta high school, that's [00:11:00] $25,000 a year. And instead of paying to go to somewhere and just go live in somebody's basement and save every dime, and if you pay 30, $25,000 a year, you'd have that a hundred thousand dollars in your first year.
Put it into a a targeted index fund for 40 years. And there you go.
Doug: You're good. And, and if you're, if you want leverage, get into something where you could learn to sell. Right? Yes. Even, even out of, out of school. And that's what happened to me when I went to college. So while I was going to college, I was making some years $36,000 a year part-time selling.
And I was selling music equipment, which is
Barry: in the early eighties. So that's month. Yeah, that's
Doug: good. It's definitely, yeah, it's like 80, 82
Barry: at this point. Yeah. So, so $35,000 is in 1982 is something about 50 to 60 today? Yes.
Doug: Yeah, I think it's, yeah, somewhere around there might be a little higher actually because of cost [00:12:00] of inflation.
But Cause
Barry: 1982, you know how, how you could get a a hundred, you know, a get a. I don't know. Probably a 1500 square foot house for what? 50 grand
Doug: maybe? Yeah. And 82. Well, here I'm in the northeast, so it's, it was kind of a little more, a little higher. Okay. Yeah. Yeah. You're probably talking 80 to a hundred, you know, 82, a hundred.
Barry: Okay. Yeah.
Doug: But good still, you know, I mean, you're 21, 22 years old making $50,000 or $60,000 in equivalent today while going to school full-time. Yeah. Um, you know, it wasn't bad.
Barry: It's like on a $80,000, you know, Denali.
Doug: Exactly. But it didn't depreciate. That was, that was the, the, um, and it was cool because I got to sell music equipment, to a lot of great bands.
So you were
Barry: selling music equipment and, and to so great bands then you noteworthy bands that we would know.
Doug: [00:13:00] Yeah. Yeah. Aerosmith, the Eagles, Billy Joel. Um, his band, wow. Paul McCarthy's band. I used to sell to Denny Lane, the guitar player. Huh. Um, sold to David Brown, the guitar player for, Billy Joel's band.
extreme. The band Extreme Boston. all those guys used to Yeah,
Barry: I've heard of them. Yeah. Yeah.
Doug: To, to, that's good. But they, they're super nice guys, right? Yeah. And, um, and they're down to earth, really, smart people. And, um, you know, it was just the greatest job I thought in the world. And what happened was I got outta school with two degrees, you know, one in, business biology and another one with a, biology, nuclear medicine.
And, I couldn't really find a job because the healthcare industry had kind of flipped at that point. And, but then I realized, I got an emergency call at a couple of hospitals and I realized even full-time I was making, more than they were offering me when I was selling music [00:14:00] equipment, if I was selling full-time.
Mm. Wow. Right. Because I could, I gotta have made 80, $90,000 selling full-time gear. Oh wow. And I imagine, you know, you go into work at 10 o'clock in the morning. Yeah. Hang out with people. You party, you, you're having a good time. You hanging out with very famous people. Um, and then, you know, you go out to the clubs at night and you play music and do all that stuff.
It was a great, it was a great life, um, you know, for my twenties and so, but at that point I was like, eh, think I'm about getting married and all this stuff, so maybe I should do. You know, something more traditional, right? And so I couldn't find a job, so I decided I'm, I'm gonna go, I'm gonna try corporate sales.
And that's what happened. I went into a corporate company, um, and I quickly, rose to be the number one person in that company. The, eventually there were 321 of us, if I remember correctly, on the sales team. Oh wow. That's a big Salesforce. And I was the number one guy in the company. So, you know, um, and the, [00:15:00] the leverage of selling at that point was great because I had a, a full incoming system for leads back then.
You know, I mean, this is when D S L was just coming in, right? I mean, it was way back when, you know, some people listening to this might be, what's D S L, right? I mean, we had dial up services and then we went to high speed access. It's called, di Digital Subscriber Lines with D S L. And um, so I set up networks of, incoming leads, basically.
And I was able to generate a pretty healthy lead system coming in. I had, 62 incoming calls a day coming into my line for leads. Nice. And started hiring assistants to handle them. And, then the c e O came along and offered me a promotion. Um, and it was, an average base of $450,000 a year at that point.
And I was like, oh my gosh, I can't accept this because I don't wanna be in a job. Oh,
Barry: wow. I mean, yeah, that's big money even today. Oh
Doug: [00:16:00] gosh. Yeah. Yeah. Yeah. And, and back then it was like, you know, you got more stock shares in the company. The company eventually sold off for 2 billion. Oh wow. So, you know, so the stock shares alone were probably worth another a hundred grand or whatever, right?
Mm-hmm. Just for that. But I just, I was at a place where it was kind of like, I just felt like I wanted to do something on my own. Yeah. And cuz I've always had, for the most part been on my own even selling music equipment. You were pretty much on your own, right? Mm-hmm. Um, in the sales position, I was outside and I was on my own, but it was just, I just wanted to like stamp my Doug stamp on the, the fact that I was here and did this, you know, part of my legacy, if you will.
Good. And so I decided to turn that job down. And I went into the telecommunications business and we miserably failed in the first six months. And then after that we, I, I got rid of some of the partners that were in there while they left, actually. Right. Um, and so I took that company and drove it to, you know, a million dollars in his [00:17:00] first, 15 months after that and started developing recurring income out of that and different income streams and, you know, so then I started helping companies with their sales and they were growing.
So then they started paying me money for it. And how long ago that been? Business plus that?
Barry: Yeah. Yeah. When, how long ago has that been?
Doug: Oh gosh, that was now, that was 28 years, 30 years ago almost. So
Barry: 30 years ago you started your cce, your sales strategies company.
Doug: Did, is it? Yeah. Back then, I didn't even have a name for it.
Barry. Yeah. It was called, the company was called Telecom Auditing Group. Right. So I started something called the, the Step Up, and I didn't know what I was doing. I was just out there helping people. Right. Figuring it out. Yeah. And then I helped the guy, his name was Jake Con Conrad Levinson. He wrote a, a book series called Gorilla Marketing.
Barry: One of the first books I ever read when I opened up our automotive repair business.
Doug: Yeah, yeah. So, I mean, I kind of fell [00:18:00] into that because I helped a company called Coach University, and they were like, you should be a coach. And I, I was like, what's that? I didn't even know. What's that? It was, I was like, I know.
Um, so they told me about that and I'm like, oh, that sounds like a pretty good idea. I didn't know people would. I didn't know it was a formal thing, so, um, people were paying me here and there for it. And, so I helped, Jay and his company, um, you know, kind of get a little more on the straight side of the, of, of how to sell better.
Yeah. And then he introduced me, you know, a man named Chad Holmes. And Chad wrote a book called The Ultimate Sales Machine. Mm-hmm. And I asked Chad, I said, Hey, can you gimme a shot? I did. I quickly became his number one producer. In coaching. And, then eventually I worked up my way through that pretty quickly to become president of training and sales, for his companies.
Then, another small figure named Tony Robbins came along. Mm-hmm. Tony and Chet merged the company, so I became [00:19:00] their president of training and sales for seven years, and I literally took the close rate from, 17.8% to 43.2% when I took over the division. And it just kind of kept growing from there.
Right. So I've always had businesses, side businesses or other businesses, a myriad of them and, you know, it all worked out. No, there were always good times and there were some down times and, you know, like anybody's life. But, for the most part I'm glad, you know, I'm glad I didn't take the money at that point.
Yeah. Good for you. Yeah. So, So that's kind of how it all spun out, and CEO sales strategy spun out of that. And, and basically what we're doing now, because I've had so much experience in helping sales teams and helping CEOs and presidents of, you know, all kinds of size companies. I mean anywhere from, you know, not known mom and pop type companies that are, you know, famous in their local area, so to speak, um, to, you know, Intuit and Proctor and Gamble.
And I've worked with the president of CBS Television, you know, things like that. Um,[00:20:00] It's, it's been a really good spectrum to see on all levels how companies operate. Yeah.
Barry: So youre, you're operating with companies from all different types of revenue mm-hmm. amounts and just Right. Broad. Right. Do you have a, do you have a, a, a market that is your niche market?
Doug: Well, we, we created a niche market just recently. Okay. Um, so it was like, I was just trying to find, you know, cuz people were talking about niches and branding and all this other stuff. Yeah. The riches are in the niches,
Barry: right? Yeah. If it rhymes. It's true.
Doug: It's true. Yeah. That's funny. Um, and I heard Oprah Winfrey.
I'm a big Oprah Winfrey fan. I just, I, I love Oprah for mm-hmm. Just, you know, her journey and what she shared. And she said something one day, I was listening to her and she said, I didn't even know what a brand was, right? She says, everybody was talking about a brand. I'm like, ah, who am I? I'm Oprah, right?
Yeah. And well, obviously she's a brand now. Yeah. But she never started out to do that. But [00:21:00] she said two things. Follow your inner self and bring so service and significance to it. In other words, serve people at the highest level so they feel significance and you be yourself. And I said, oh, I can do that.
Yeah. You know what I mean? Like, and so what I did is I started looking at, okay, what do I really do? Like how did I take their close rate from 17.8% to 43.2%? You know, how did I increase product sales by 862%? Like all of that stuff. How did I help companies grow the way they have, you know? Um, and you know, I mean, even Intuit, when we did Intuit, they were losing 10 million a year on a division, and we turned them into a 7 million profit within 12 months on that same division.
Mm. Right. So it was a 17 million swing on a hundred million division. So that was not bad. Yeah. I thought it was right. So that's great. How did I do all of that? And then I realized, you know what? [00:22:00] I teach people how to think and act and be like a 1% earner. It's the stuff that I was always doing and teaching.
I love
Barry: that. Yeah. The, the, the, the, the Oprah that you were quote you were talking about, it's, it reminds me of Oscar Wilde. Be, be yourself. Everyone else has taken.
Doug: I love that quote. That's
Barry: awesome. Yeah, I do too. Yeah. The, so you, you teach people how to be a 1% earner. Yes. And it's funny, I looked up the 1% earner and it is, it, it's, and I say only because I thought it was higher than this.
Yeah. To be a 1% earner, you only have to make about $500,000 a year. Right. Yes, I thought it would be a million. And it is not.
Doug: No. I mean, there are people who are on the 1% in the millions, but the Sure it, you know, the way I look at it, Barry, is I look at it like in the United States. I look at it by state, right?
Mm-hmm. So, Like, in West Virginia [00:23:00] it's $357,000, if I remember correctly. Um, in Connecticut it's 9 65. Yeah, that's right.
Barry: Okay. That's that's good. I never even thought about that. you know, I was just in West Virginia. I have a client in West Virginia and, we're doing this two day annual in the Greenbrier at the Greenbrier.
Yep. which is exciting cuz I love to play nice golf courses. I've got the, the Valhalla shirt on right now. I've played it and I'm gonna play it again in October. I got friends that, that, that has some pretty cool membership I've realized. Right. And I'm a sales guy, so if you want something, you just ask for it.
That's the of course, the idea. Right. So, um, so that's fun and. So state by state. I didn't think about it that way there. So if, if it's in Connecticut, you're, you're 900,000. And if it's, you're in West Virginia's 380,000. That's, that's interesting. And I was listening to, do you know who Thomas Soul is? Yes.
Yeah. I love Thomas Soul. [00:24:00] And he was talking about how people talk about how the, the income and, and, and these brackets. And, and he's like, most people don't live their entire life in the bottom, the bottom 20%. They move through their decades and they go through 50%, 60%, you know, income earners. Mm-hmm. And then, you know, like my son is going into his college year in four years.
He may be in the bottom. Well, if he was starting a job right now, he'd be in the bottom 10% of income earners, of course, cuz he has no real discernible skills to bring to the marketplace. But as he moves through the world and gains more of more skill sets and the ability to ask for more money, then he'll make more.
And I thought, man, that's interesting and never
Doug: thought about it. Yeah. Well, I mean, he does have skillsets, right? I mean, there, he, he knows how to sell, obviously. Oh, a hundred
Barry: percent. He knows how to [00:25:00] sell. He knows how to play golf. That's the, that's the big thing. He's a, now golfers are
Doug: scratch handicapper golf.
As you probably already know, golfers are avid buyers of anything that can shave a little bit off their swing, right? Like, oh, yeah.
Barry: Yeah. So I've got more, I've got more money in him than I have in myself.
Doug: Well, that's, you're a good dad. That's the way it's supposed to be.
Barry: I do my best. So it's good. So, To go back to that.
Do you like, what, what other states? So, so is that the polar opposite? Is that, is that like West Virginia is the, the, the
Doug: lowest, or, I know, probably, yeah. West Virginia is on the lowest, Connecticut's on the highest. So you can, you know, go to different states. And if you go to different regions of the country, and, and again, this may be surprising to people, but in the Great Britain for example, it's if you earn just shy of 15,000 British pounds per month Mm.
So that would be equivalent to, you know, [00:26:00] $15,000 here in the United States and British pounds, probably more like 18, 19,000. So talking about a quarter million a year kind of puts you in that, that spot. Wow. Um, and of course, if you're in London, it's gonna be higher. If you're up in the, you know, the foothills, towards Scotland, it's probably gonna be lower.
Right. so, um, you know, you go to South Africa, it's, it's a different denomination. You know, my, my wife's from Poland. And Yeah. You know, to make the kind of money that we make here in the us, I mean, you know, the, the z Lotti, I think it's called Z wadi, you know, it's like ranges between four and four and a half on our dollar.
So, you know, if you're making, you know, a couple hundred thousand dollars a year here, you go to Poland, you're gonna be doing quite well. Right. So it just depends on where you are. And I have found that some people identify it by industry as well. Yeah. Right? So, I let people define whatever it is because, you know, the first thing, they're top ones.
Yeah, yeah. What, what, what is the truth for them, [00:27:00] right? Like, really, what do they wanna be? And I, I found, I found Barry, most people, they love the idea of being there, but they're not. Wanting to really be there. What they're looking for is I wanna be able to spend money each month and not worry about it.
That's
Barry: really what keeps people from wanting that. So, so why do people want that? I wanna spend money. I don't have to worry about it.
Doug: Right. Why do they want that? Yeah. So it's the security, right? I mean, so it's, it's, it's, it's confidence and security really what they're looking for. So, um, that's what I found anyways.
So, for example, you know, your, someone wants to go to a certain college, let's say, right? Yeah. Mm-hmm. You on your income bracket might sting a little bit, but you probably could do it, right? If, if you had to pay, pay out of pocket, so to speak. Yeah. For some people that means they've got a mortgage to their house or mm-hmm.
It's impossible to send their kid to, you know, Penn State or, you know, I mean, I imagine when my daughter wanted to [00:28:00] go to Boston University at that time it was like $58,000 a year. A year. Yeah. You know? Um, so, you know, for some people that's just. Hard and rightfully so, because you know, if you're making $70,000 a year, and let's say this is a spouse, and you know, they're making 120,000 a year, right?
I mean, in New England, that's
Barry: it. Sounds good. But in New England it's not. No,
Doug: no, no. If you were in New York City, you're barely making it by. You know what I mean? Oh
Barry: yeah. Um, we've been a couple times.
Doug: It's, so, you know, I stayed a week
Barry: in New York and, and, and you know, I've, I've been, I tell, I I've been blessed to, to have some dollars, right?
And, I go to New York for a week and I'm like, man, this is, this is, we call it hiring a cats back here. You know, I'm Kentucky. So it's, it, it, it it's some spending there, right? And so you see people's lives, but $120,000, you know, in, in Boston, you know, I go there, some is not [00:29:00] a lot of money because of, of the housing prices.
You know, you can get in Lexington, Kentucky, where I live, you know, if you, if you bought a million dollar home, you're talking about a legitimate mansion, right? A million dollar home in Boston. No, I mean, what's it gonna get you?
Doug: Um, three bedroom apartment potentially, right? In some ways, yeah. Right. So it's, um, I mean, I live outside of Boston about, 50 minutes and even a million dollar home in my neighborhood isn't gonna get you manin, you know, by, by any means.
So, right. But it's, you know, and so it just depends. And that's, that's part of the thing about being a 1% earner. We, we, you know, we start with, with what do you really truthfully want in your life? Yeah. And then how do you create leveraged income in order to get that? Now leverage income can be in, takes all different forms, but selling is one of the most highly.[00:30:00]
Leveraged activities that anybody can do. I mean, you can make a whole year's salary in one day if you do it right, right? Yes, you can.
Barry: So, you know, it's funny, you know, I grew up in, in Kentucky on, in a single wide, I always say it in a single wide trailer. Um, you know, in, in. Had a lot of government subsidies and Yep.
We, we just, we were so, I tell people we were so poor, we couldn't afford the, or we were just po So when I got out of the Marine Corps, I, and people said, man, you sure can talk, need to go into selling. And I did and I learned it and, and man, I felt like it was printing money. And I, I still think it's that way cuz you don't have to have a degree.
You don't. And so it's just about that human connection. And what I do know also, and, and I think you know this and I'd, I'd love your take on it, but it is about relationships. But sales is a science. It is an art, but I think it's more of a [00:31:00] science than it is an art. When you figure out the science of selling, that's when you win.
Yes. If you only know the art of selling you, you'll probably be more like a starving artist. Is that true?
Doug: Well, I think you can get by better than a starving artist, or, you're right. Yeah. Yeah, I got you. But, you know, the, the 1% what I teach is, is the science of, right? Yes. I thought you might. Yeah.
Because it's predictable. Mm-hmm. Yes. It's predictable. And, and, and you're absolutely right. It's about relationships where, where all sales really is, is a conversation or communication with one or more parties in order to solve a problem or gain an opportunity. That's it. And, and so many people, you know, muck it up because they get their ego involved in it, you know, and it, and it becomes about the sale.
Right. Versus, you know, what I teach people all the time is, you know, [00:32:00] Barry, if it's, if it's not win-win, If it's win you and they lose you
disengage.
Barry: Oh, a hundred percent.
Doug: I So, and if it's, they win and you lose, you disengage and you do it respectfully. But a lot of people get into these metaphorical, you know, wrestling matches, you know about selling because they get egos involved and they're not listening to what the real it is in the situation.
And it's no different. And I, I know Barry, you probably never had this in your relationship, but you know, I know in my relationships, you know, my wife would be saying something and I'd be like, not getting it and Right. And then eventually she'd be telling me I'm not getting it right. And I'd be like, what do you mean I'm not getting it right.
It's one of those things. And I remember her saying to me one time, like with the daughters, I remember her saying to me one time, You can, you must not act this way and talk this way. And I said, well, [00:33:00] why? It's what they, they need. She goes, you're thinking like a man.
Barry: Right?
Doug: I'm and I, and I, and I'm smart enough, thank goodness to sales, right?
Because I'm smart enough to pay attention to That is an objection. It really is. It's a, so I have to ask the question, which I teach people I like, listen, firstly, when you get an objection, breathe like, relax, just get zen, right? And then clear your mind and then start getting curious, not confrontational about it.
Yeah. Right. And so I asked the question, I said, okay, what you said, I heard you say this. Tell me where I'm going. The path I'm not supposed to, because I don't know how to think other than like a man sometimes, right? Oh yeah. And then she started opening up and telling me exactly, and I'm like, oh my gosh, I can't act like that.
I can't say this. You know? And so problem resolved, right? [00:34:00] Yeah. If she had to ask for $5,000, I would've paid her right there on the spot. Right? That's
Barry: selling. Yeah. It really is. People, they, I love what you just said right there, because I watch it all the time and, and I watch people who are trying to sell, they're, they're so worried about what they're trying to say to that person to get them to buy their product or service.
Yeah. That they never really hear what that person is saying. And whatever they're saying out of their mouth is the most important thing to them at the moment. Yes. And if you'll just listen and ask questions around that topic of what they're talking about, you will move yourself toward what you want faster.
And at a breakneck speed. I think,
Doug: well, people, people throw objections out of fear. They all come, they all base down to fear, but they're anchoring them from something in the past or the future. Yeah, that's good. Right? So what, what is that thing? You know, maybe they grew [00:35:00] up in an environment where, you know, if you buy expensive things, you were, you know, called names or something.
Right. And Oh yeah. You know, you know, you, you're a fool, you're frivolous. You, you shouldn't, you know, whatever it might have been. And these might have been from people that they actually respected. And so they want to kind of serve that template of love. And a lot of people don't think this through because, you know, it gets a little involved.
But the truth is, anytime somebody hears something like that, the worst thing that people can do is open their mouth and say something. Mm-hmm. Without thinking it through. They should, I always teach 'em to ask the question. I wonder what. Might be the reason or reasons behind this person actually saying what they just said.
Hmm.
Barry: That's good. I love that. So what is your, walk me through a typical relationship with you and your client. Like where do you start them and how do, do you walk 'em through where you wanted to get
Doug: them? So on the 1% Academy side of it, or [00:36:00] the corporate clients that we still serve, I'm gonna
Barry: let you figure that out cuz you're, you know, you're, you're delivering.
So which one would you like to walk me through? Well, I,
Doug: I, I think sta step one is always the same. Okay. Always, always, always insane. It's what do they truly want? Because I've had companies come to me and they go, I wanna double my sales. Right. And it's like, okay, let's look at that. And then we figure out the plan and they go, I want you to double my sales.
I don't wanna do all that work. You know, I mean, yeah, yeah. I'm not doing that. Right. And it's like, do you,
Barry: do you ask why they want that? Yes. Yeah. That, to me, that's the question. Yes. It's like, what do you want? And then why do you want that? Yes. And it, and, and and from your experience, has it always surprised the heck out of you why they want something?
Doug: Um, it, it used to. Okay. But then what I've realized is I got a little, little more seasoned in life. Uhhuh, you know, that's a nice way of saying older. what I [00:37:00] realized is we're all on our own journey and we all have our own reasons for what we're doing. Yeah. And so we identify with that and help them.
Cuz it's usually not like when companies say they wanna double their sales, it's usually not that they wanna double their sales. It's usually that they're looking for something that the doubling a sales perception gives them from two aspects, a business return on their investment. And a personal return on their investment.
Barry: I think the second one for me is the one I get up almost every time it actually goes to the personal return and they're getting that through their business
Doug: return. And in many, in many cases, that is the case. Yeah. And, and we wanna, we want, we must understand most of the time what those both are. Cuz sometimes they're intertwined, like you said.
Yeah. Right. I, I, I doubled the sales, my company, or in your case I get, you know, [00:38:00] processes working and everything works great. And the personal r o I can be less stress, you know, in your case. Right? For sure. Um, it, it could also be, I have higher repute. My employees now look at me like I am, you know, I'm the star, you know, and they love me more.
Right there. There's all kinds of things and what most people who are selling, but the 1% earners, they dig into these things, but most people don't. Um, and they dig in in a nice way. It's not like, well, hey, you know, you know, and just be in intrusive about it. But they ask questions that make people go, Hmm, I didn't know
Barry: that.
Yes,
Doug: that's good. Right? They, they get, they get, you know, it's the old eyebrow raise, right? They also frame things for their clients to be able to trust them to a level where the client or the potential buyer, if they're not a client yet the potential buyer, if they do this [00:39:00] right, they'll build enough trust.
So the buyer actually trusts the actual person presenting to them more than they actually trust their own instincts in many cases. Oh, that's
good.
Doug: Right. So what, because, you know, look, we all, like, we all had that best friend, like in the military, you know, you were in the Marine Corps, thank you. Oh yeah.
For service. Right. And when I was in the Army, sometimes you got in a little hairy situations depending on what you were doing, right? Yeah. And you, you, you don't question your buddy next to you during those times. You just, you're there for a common purpose. Mm-hmm. And you, you know, sometimes it's to get the heck out of there.
Right? Right. And, and, and so you don't question that, but you know, and you know that she, he or they on your side or in front of you or in back of you, we're all in this together and we get out of this together. So you, you trust them to do their job so you can do your job. And it works, you know, [00:40:00] in, in everybody's benefit.
So in selling, we must do the same thing. So if the buyer is actually going, wow, okay, I really trust you. Mm-hmm. And I value your input and you've asked me, you know, the tough questions that made me think about how I'm thinking and I'm coming to the conclusion of, yes, this makes sense over and over.
That's a kind of a basic formula, not for manipulation, because it can be used that way. Sure. But for allowing somebody to come to an understanding that this is really good for them and it's really good for you. Yeah. As well.
Barry: Yeah. That symbiotic relationship. And one of the things we talk about is manipulation and influence the differences.
Intent. You know, manipulation without question is all about the intent of the person, you know, doing the manipulating the inten. Yes. The [00:41:00] intention of an influence for someone who's providing influence is, you know, our. If it's good for you, it will be good for me. But if it's not good for you, don't do it.
Yeah. You know, that's influence, right. So, so, yeah. I know manipulation is a, is a, is a, it's a terrible thing that people do and that gives a lot of people a bad name. And it shouldn't because one's a con artist and one's a salesperson. Right. So it's, they're those are not synonyms.
Doug: No, no. What is the word antonym?
I mean, one's dishonest. Yeah. And one is, is truthful. Right? Yeah. And so, and you know, people who are selling, sometimes I, one of the reasons Barry, that I've recognized over the, over time that people get into that position is because they're lacking enough people to actually have those conversations with Mm.
So they get in a, in a scarcity place. Yeah. So instead of being objective, They, [00:42:00] they sort of play subjective and they go, well, you know, if I just twist this one in, it's good for them and I I'm doing the right thing. Right? Yeah. Yeah. But secretly, they're lying to themselves. Do
Barry: you, you, of course, you know what the takeaway close is, right?
Yeah. When you're, it's the most effective clothes that I've ever seen, because you're literally saying, I don't think this is right for you. Right. And you could be, and, and that could, and, and that could and should be sincere. And it's amazing that the people who will buy it, because you said it may not be right for them.
Right.
Doug: So as long as it's, as you said, truthful and sincere, that it may not be right for them. Yeah.
Barry: It may not, then it, then it's, it isn't right for you, cuz. Well, there's three things that I tell people. There's an need. There must be a need or a want. It don't have to be both and you, you must be able to afford it.
If, if one or [00:43:00] two of those not a yes, then I, I won't sell it to you if you don't need it, cuz you can need it and not want it. Or you could want it and not need it. But one of those has to be a yes. But if you can't afford it, like it is, it is a moral imperative to that you should not buy it.
Doug: Well. So I'll ask a question around that because that's good.
I have a little and a different feeling on that. I like it.
Barry: Yeah.
Doug: So, so when we're saying can't afford it. Mm-hmm. At the moment, what, what, how do you define de affordability?
Barry: Yeah, I think it is at the moment because if you, if you rewind my life and, and I'm, I remember being 16 years old and looking in the newspaper for you young people, that was this thing, right?
And so I looked at the newspaper. I was looking for a $500 [00:44:00] car, and I don't know why I was looking for a $500 car because I certainly couldn't afford it. But I thought if I could find a $500 car and talk to that person, I think they would let me pay him over time. Right now I was dead wrong. No one was going to give the 16 year old.
I didn't know how it worked. I didn't know about insurance. I didn't know about titles. I didn't know about anything like that. But to say that I couldn't afford it at the time would be an absolute truth. Now, once I got in the Marines, because that's where, you know, poor people go, if, you know, not all poor people, that that's not what I'm saying here, but it was a really good place for me to go learn about life.
Yeah. And all of a sudden I could afford it. And I could not only afford the 500, but I could afford the, the, the, you know, 15, I think a $15,000 Ford Ranger that I bought. I, I think that's [00:45:00] how much it was at the, probably, I don't even know what the, I wish I could, I wish I knew what the interest rate was, but I'll, I'll guarantee it was around 20%.
And so, this monthly payment. But you're right. I, I like it. It's all timing right? For me today, I, I, I would never even have a payment. We have three vehicles. I'm not gonna have a payment. Why would I do that? I'm gonna pay for it. Right? And so, you're right. Time is your friend. It goes back to what we talked about a while ago.
You, you start out in a, most people start out in a, in a certain, income bracket, and as they move through their decades, they move through the income percentage. And some people find themselves in the, like you said, the 1%. And some people, most people are gonna find themselves in the top 50%. Most
Doug: people, right?
Yeah. Yeah. And it depends what, what somebody truly wants and is committed to getting. Right. [00:46:00] Because it's not a question. Yeah. Not getting it. So it's, it's, it's a lot of times the affordability. And that's why I challenge the affordability is because Good, good for you is. When you look at companies, for example, like, you know, your services is my services, right?
Mm-hmm. There's not a line budget item usually in there for us when we walk through the door. Oh, yeah, absolutely. Right? They're not like, oh, Barry, come on in, man, we've been budgeting for six years for you, you know? Yeah. Let's do this today. Yeah, it's good. So we, we've gotta move that buying criteria to the value of what they're looking to get.
And what I've learned from this over time is, and I've made this mistake early on, especially in my, in my career, Uhhuh, but, but I, I would thinking, eh, you can't afford this, or, you know what I mean? Like, whatever. I would, I would make value-based decisions in my head on, on, oh yeah. Judgment right on there.[00:47:00]
But what I learned was usually where there's a will, There's a way. There's there is a
Barry: way. Yeah. Right. What I didn't tell you is I don't do the math for you. That's your math to do. Yeah. But I will say, if you, if you tell me like, I just am broke, cuz there's two things you can't overcome. The one of them, I'm gonna be very polite.
You can't overcome, um, ignorance and poverty now. It, it's really stupidity cuz ignorance is just not knowing. Right. Stupidity is needing to know, having the resources to know and refusing to know, like, I cannot overcome that. That's
Doug: stupidity. Well, I I think it's more you're talking about a poverty mindset or a poverty mind.
I'm talking
Barry: about. Stupidity and poverty. Like I was in [00:48:00] poverty and I couldn't afford anything. Like no one could sell me anything. I had no credit. And I had no money. Right. But how do you overcome that? Is you, you become, you become a learner. And, and once you switch to, from a poverty mindset, cuz anyone who's in poverty has a poverty mindset cuz it's instilled in them.
Right? And then once you make a dec, but you can make a decision as you move through your adulthood. and, and I don't even believe in teenagers, right? I think it's a, a name we made up to let people off the hook. If you're either a young adult or a child and I tell my kids in my house, you can make the choice.
It's not about age. If you act like a young adult, you will be treated as a young adult. If you act like a child, you'll be treated as a child. There's no teenage in this house. Because it, you know, a hundred years ago, if you were [00:49:00] your age, you'd be working in the fields and no one would care. Yeah. And so the, the, as we move through life, we could make this decision to become learners and move from a poverty mindset to an abundance mindset.
And I think that's where you're going. Yes. Yeah.
Doug: It, it is. And I, and that can be shifted quicker for, for people than people think, oh yeah. I'll, I'll give you an example. So I didn't do this. I trained somebody who did this. Mm-hmm. And I love the story. So this was a training company that this lady was selling for, and a gentleman came to the call and the training program was about $16,000.
And the person on the other end of the line said, I have no credit cards, I have no real job. I have no bank account. Right. And so most people selling would go, okay, disqualified. Bye
Barry: next. [00:50:00] Right? Yeah.
Doug: So I taught her to ask questions, though, dig a little deeper, right? So she got talking to them, this person, and found out that this person had a high desire to actually be self-employed.
And so long story short, just for your listeners, this lady asked this guy, look, you have no money that you're telling me, but this is $16,000. Mm-hmm. And you keep telling me you wanna do it. And he said, yeah. She said, how many friends do you have? He said, well, I don't know. A couple hundred. Yeah, right. She said, go ask each one of your friends for a hundred dollars if they all say yes, it's 20,000 bucks.
Yeah. Now, this is where I, I think it can be learned as, as as quick. So he said, are you serious? She goes, do you want this or don't you? That was the question. Yeah. [00:51:00] And so he said, sure I do. Okay, I'll go ask. So he goes and asks, and I know this story cuz I talked to this gentleman. That's good. So the first person he asked said yes.
They gave him 150 bucks. The second person's, yeah. The second person gave him a hundred bucks. Mm-hmm. So now he's up to two 50. Right. The third person says no. The fourth person he talks to said, Hmm. What he's doing is kind of interesting because he wanted to learn marketing, he wanted to learn how to build online funnels and things like this.
And the fourth person said, I could use that at my business. Mm. Now this is how the gentleman that was there, he, he was like, okay, well you know what, when I get the money, I'll go through the course. I'll come back and I'll help you in your company. When I, when I get there, and this gentleman owned the company, said, why don't I just pay for this in full and you start working for me today.
I love that. And [00:52:00] not a job, just as a 10 99 self-employed person. Yeah. You start helping me. I'll pay for your educational experience. Now, fast forward two years, I'm at a, I'm at an event and this gentleman's there and I get talking to him and I said, I remember your story. He goes, yeah. He said, one thing I didn't tell you guys.
I said, what? He goes, I was an illegal alien in the United States. I. My parents dragged me across the Mexican border when I was about a year and a half old. They taught us never to speak Spanish. They taught us always to talk like, like I was a, you know, a white person in the United States. And he went through the whole thing and he said, I asked him and I said, well, what prompted you to do this?
He goes, I was so afraid that somebody was gonna find out who I was and ship me back to a country that I had no idea of who anybody was. Like, cuz I hadn't talked to my relatives. Yeah, I'm gonna be in a comp I'm country where I have no education, to speak of in that country. [00:53:00] I, I, I understand kind of the language, but I, I'm stuck.
And I said, how you doing today? He goes, I'm netting about $300,000 a year.
Barry: Nice. Was he in West
Doug: Virginia? No. He, believe it or not, he's in California, so he needs far more than that to, to be at the top 1%. Yeah. But the point being is, yeah, he, he said something that was really key. He said, yeah, you know what, I'm no longer afraid.
No. I, I've stayed with this guy for several years, so I know he is been making more. That's right. Like they sent me back. So he applied to get a citizenship. He got his citizenship. All that stuff worked out. But his buying criteria was his fear. And that fear motivated him enough to take action. And that's why I'm saying sometimes affordability is just made up as an objection for some people.
Yeah. We've gotta dig and try to help them cross the barrier. Now, if there's, to your point, if that's good, there's no way that's gonna happen. Right. You know, you know, I, I'm, I'm in chapter whatever and if I go borrow money Yeah. It's gonna invalidate my [00:54:00] bankruptcy, you
Barry: know, thing. Well, and well, I don't call them objections. I call them hesitators. Mm-hmm. And, and for me, there are only five of them, and I learned this from Zig Ziglar. Yep. They're no need, no want, no time, no trust. Yep. No money. Yep. So they're five. And, and the reason I call 'em hesitators, because I find that people don't just out and out object.
No. After the prospecting phase, once you get through prospecting and they become you, you go from prospecting into the qualifying step, then the, the, the objections go out the window and they become hesitators. Right. Because they're not objecting to you usually they're just hesitant to say they want, they'll go ahead with it.
Yes. I just hesitate on that [00:55:00] and, and, and I'm like, okay, well I can overcome hesitation. It's much harder to overcome, overcome an objection. It's impossible to come over overcome a no, because no one says no. They give you a reason, not, they don't ever say no. Yes. They don't go, will you buy from me? No. They say, well, I just don't have enough money.
Right. So when you teach salespeople how to try to overcome a no and they never get it, they never get a trigger. Yeah. And so that's the science of it. We were talking about the Xs and Os and the ones and zeros is you, you were gonna get a reason that they don't wanna move forward. You're never, you're rarely, if ever gonna get a no.
Doug: And, and, and that's where what you said. Those are the five categories that zig outlined. Uhhuh, take it one step deeper and you're asking, okay, I'm getting an emotional response. Yes, that emotional response is some energy in motion. Let's find out [00:56:00] why that's happening. Uhhuh, that's what I call the real it.
And once you get to that, because a lot of times no money isn't the issue. It's I'm more afraid to make a mistake. And if I make a mistake, what's gonna happen after I make the mistake, right? Is I've gotta now deal with the wrath of, so I put '
Barry: em in order of sequence. Yes, you, you, you go to, if you don't have a need, well well do.
If you truly don't have a need, then is there a want? If you don't have either one of those, what are we really talking about? Yeah, it's, it's a, no, it's a, it's a non-starter. Don't even try to get to the other ones. Prospecting. You're gonna overcome some nos, right? They're gonna be, they don't know you, they don't love you, they don't trust you.
Nothing. But once you get on past that, we're talking about the need, the want, the time. So there's time and there's timing to your point earlier, right? Mm-hmm. There's timing. [00:57:00] Um, and then there's, there's trust. There's, there's three levels of trust. There's, there's, do I trust you? Which is the most basic, do I trust myself?
And I think you just hit on that, do I trust myself, which is the emotion, and do I trust that your process, that product or service will help me? So there's like three sides to that trust thing. There's a trust, a triangle, and then the no money. Rarely is that the case in America. No, no money. Money's the easiest one to overcome.
That's why I, I, that's one of the reasons I make it last because the, the, the truth is that there is money everywhere and if you're, if your target audience doesn't have money, then you are in the wrong target audience. Cuz you know, kids typically don't have money until their parents do. Right. But my son has, has bought more golf, related items than [00:58:00] almost any adult you're ever gonna meet.
Mm-hmm. Via his parents. Right. So that's good. I like that.
Doug: Yeah. And I think the one you bring up is, um, if you, we categorize it down into the want, the need, right. The trust, the, um, time. Those four really boil down into change in a lot of cases. Mm. Yeah. If, if a person's unwilling to make alterations in something, because we can't gain something without gi giving something like no matter what, like we wanna go get a, I don't know, a, a degree in, in school.
Right. A four year degree in school, we're gonna give up usually some time, some income, you know, some hours not going out with our friends or whatever. Mm-hmm. Right. We're gonna give something up. So we must change the, that perception of that. If somebody's not willing to make that change, that's the hardest one usually for people to overcome.
Yeah. Then the money seems to [00:59:00] flow in a lot easier. Right. Cause they're not tying all that emotion to the money, which is really the change component they're trying to make anyways. Um, and that's, you know, usually it, it generally comes down to fear. That's what I found, Barry. It generally comes down to fear.
I agree. And that fear is anchored usually in the past or the future. Like if
Barry: Yeah. That's the past or the future. That's good. Yeah. So there's a couple things right there. You know, you mentioned Tony Robbins earlier. He says people only change for two reasons, inspiration and desperation. Mm. Right. And, and usually it's, it's desperation.
Unfortunately, abundance-minded people change from inspiration usually. And that's when you get the fastest, biggest mathematical explosion. And then you were talking about the present and past. Right. The fear. You know, it's kind of funny. I, I think about anxiety and [01:00:00] worry. you know, anxiety and depression, right?
They're the same human emotion. I don't know if you've ever heard this. I, I love this. Yeah. They're the same human emotion. It's just that anxiety is about the present and the future, and worry is about, and, and depression is about the past. Yeah. And I'm like, man, that is so good. And then when I learned that it helped me understand the human more and how to sell better, and you can fix those things by helping people and selling them what they want and need.
Doug: Sure. And, and depression or anxiety wouldn't exist if one thing wasn't happening. They weren't grabbing it and pulling it into the present.
Barry: Ah, that's good. Wow. Okay. So they're. Future things that haven't happened, past things that have, and they grab it and, and pull it to the present that is, one to chew on there.[01:01:00]
That's good. I agree with it.
Doug: Hmm. Yeah, because the moment we pull it into the present, we're pulling all those emotions and they're usually negative emotions. Right. We're pulling them in, you know, and I heard Deepak Chopra one time say this story like, two, two guys, go on a, a ride to Magic Mountain in, in Orlando, Florida, which is a rollercoaster ride inside, right.
You know, at the end of the ride one guy gets up and he's terrified. he is just like, that was the most terrifying ride I've ever had in my life. His buddy sit sitting next to him is like, that was the most exhilarating thing I've ever gone through in my life. Same experience, but the interpretation yes.
Of that ride was different, right? And obviously the cortisol on one side of the body, on the, on the negative and the endorphins flying off on the positive. So it's in that interpretation that we bring into the present that causes us to, you know, make judgment right then and there. And we're usually making false judgment because, you know, I, I [01:02:00] wrote in a book, one of my, I have a book called Win-Win Selling, unlocking Your Power and Profitability.
Yeah. Um, and I wrote in the book, imagine you're in the forest and you hear a, a, a, a big old bear, right? A really grizzly bear. You're, you're out in the grizzly bear territory and you hear Raul, you know, just really loud. And you're like, you see, like, see the bear? And you're like, oh my gosh. So what are you gonna do?
Naturally, most people would try to scurry up a tree and get away from the bear. And the bear gets louder and louder and keeps walking toward you, and you're like, ah, my gosh. So you run up the tree, you're in the tree, you know the bear can't get you up there, so you're kind of anxious, but you're settling down, right?
Yeah. And then the bear gets under the tree and looks up and he goes, have you seen my wife? And, and, and you look down and you go, no. And like you're amazed. The bear can talk, right? And, and the bear looks up and goes, I gotta find my wife. I got lost in the forest. Every time this happens, she accuses me of being out with another woman bear.
And I'm gonna have heck when I get, [01:03:00] you know, see her again. So can you point me in that direction? Have you heard another growl of Oh yeah. Over there. Oh, thanks so much. And the bear takes off. Have a nice day. Right? We wouldn't be like flipping out if the bear was like, you know what I mean? If we knew what was going on.
Yeah. But what do we do? We pull from the past, probably like, oh, I watched the movie where somebody got eaten by a bear or whatever, and we go, that could be me. So we pull it from the, you know, the future. We pull it right into the present and that causes that, that, that emotion and fear to, to have us act to go up the tree.
Barry: I love that man. I could talk to you all day. I know. Yes. Here, we, we don't have that kind of time. I knew it would be like that cuz two sales, nerds just nerding out is the most fun we can have. Doug, where do people find you?
Doug: Well, with your permission, I'd like to give away an ebook that I just finished today.
Do I have your permiss? I would love that. Okay, so I wrote an ebook, called the, the, the nonstop 1% [01:04:00] earner, and it's about the psychology and philosophy of what makes up a nonstop 1% earner. they can go to,www.ceosalesstrategies.com/one, not number, but one pe, right? So, um, if they go, you know, one Paul Echo on the forward slash, that'll lead 'em to the book.
and, you know, they can get the book another way. They can send an email into you matter, Y O U M A T T E R@CEO sales strategies.com please, folks, if you do that, put Barry's name in there, gimme my book. so, you know, we know Barry, um, we can reach out and say, Barry, thank you. You know, um, yeah, and if they wanna look me up, Doug Brown, 1 23 on LinkedIn is probably the best.
And, and they can reach out to me at [email protected]. I love
Barry: it. Well, Doug, it was an absolute pleasure for, having you on. Thank you so much,
Doug: Barry. Thank you so much for having me [01:05:00] here. I, I really appreciate it. It was really good to reconnect with a really solid sales guy, so I appreciate that.
You bet.
